The Alter Ego Effect is a book by Todd Herman that I love which I will explain about in a moment. Let’s start with just how crazy real estate is as a profession. You get a license, you drive strangers around in your car to show them strangers homes, you write up contracts, make sure deadlines […]
Making A Business Plan
Maybe I should have this sooner but I don’t think you would have paid as much attention. You’re learning how to be a real estate agent. Now you need to make sure you run it like a business. A business plan Figure out what all, and I mean all of your bills are. If you […]
Setting Goals
Most of us really suck at setting goals. Neuroscience and NLP say you need to have milestones on the way to large goals. What most people do is jump into real estate with a goal of making $100,000. They get their license, join a brokerage and then look around going, “Where are all of the […]
Negotiating
I honestly wouldn’t have known how to cover this with knowing about Chris Voss’s book, “Never Split the Difference.” We do what we do and don’t often think of why it works when it’s natural. While I haven’t read the book, I’ve probably consumed more than 10 hours of podcasts and videos of him talking […]
Presenting Offers
You showed the homes, you got them qualified with a lender you trust and they finally found the home. Now it’s time for you to really shine. How to present offers. It is my understanding the NAR says the best practice is to present offers face-to-face. In the Pacific Northwest, that’s not the norm by […]
How We Make Decisions
There are tons of books about decision-making and I’m not going to suggest this is going to be comprehensive. How we make decisions. You are not as logical as you think. Sorry, didn’t want to hit you right off the bat there but it’s true. Your clients aren’t either. So stop expecting it. I’ve covered […]
Reticular Activator
Slug Bug! Have you ever played that road trip game where you get to punch someone in the arm whenever you call out a Volkwagon Bug? Just me mentioning this will cause you to see more bugs on the road today. And that is the reticular activator. Why do we care about the Reticular Activator? […]
The Value of a Client
Let’s say the average commission is $6,000 and people move on average every 7 years. Client A buys today, you get $6,000. Today’s value of a client is $6,000. Client A sells in 7 years and they buy. (Let’s forget inflation for this situation.) You get $6,000 on the sale and maybe $8,500 on the […]